Posts in Psychology

Social Interaction Driving Engagement with Dopamine

Joseph Griffiths -
Jan 29
Learn how interactive sales sessions using choice, questions, and collaboration trigger dopamine, increase […]
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Building a Repeatable Sales Qualification System

Joseph Griffiths -
Jan 29
Stop operating on gut feelings. Learn how to build an objective, technical, and […]
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Your Need to Succeed is Killing Your Close Rate

Joseph Griffiths -
Jan 29
A long time ago, I sat down with a friendly customer for what […]
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What Cheesecake Factory Taught me about selling..

Joseph Griffiths -
Jan 28
I’ve never been a fan of the Cheesecake Factory. The menu is enormous […]
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How to Identify When a Question Is Actually an Objection

Joseph Griffiths -
Jan 15
Learn how to recognize when a customer question is really an objection. Understand […]
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The Power of Acceptance During Conflict in Sales

Joseph Griffiths -
Dec 11
Learn how acceptance and active listening during conflict builds trust in sales. Explore […]
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Cold Sales Outreach in a Dopamine-Addicted World

Joseph Griffiths -
Dec 8
Cold outreach still works—bad outreach doesn’t. Learn why trust, clarity, and buyer psychology […]
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Selling / Leading Gen Z: The Dopamine Generation

Joseph Griffiths -
Dec 2
Learn how to lead Gen Z employees effectively by leveraging influence, empathy, and […]
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Discovery Fatigue and the Shift to Insight Selling

Joseph Griffiths -
Nov 17
Learn how to overcome discovery fatigue in sales by moving to insight selling. […]
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ROI Is a Shared Lie

Joseph Griffiths -
Nov 12
ROI isn’t about perfect math—it’s about shared belief. Learn why accuracy matters less […]
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About Author

Joseph Griffiths is a Presales Educator and Coach dedicated to helping solution engineers, technical sellers, and sales leaders achieve greater success.

My career spans enterprise technology sales, solution architecture, and leadership roles where I built and implemented complex cloud and data center solutions. Along the way, I earned elite certifications such as VMware VCDX-DCV and VCDX-CMA, which give me the technical depth to match my business expertise. This combination of skills allows me to coach sales professionals on not just the how of technology, but more importantly the why — what truly matters to customers and drives business impact.

Through my technical sales coaching and presales training programs, I focus on building confidence, sharpening customer discovery, and creating measurable business value in every conversation. I help sales teams and individual contributors uncover customer priorities, frame solutions effectively, and communicate with impact. My approach blends proven frameworks with real-world experience to equip sellers to move deals forward faster and build stronger customer trust.